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Fundraising philosophy/profession

Bad Week For Brits. Worse For The Yanks. Terrible For Us All.

If, following last week’s death of Olive Cooke, fundraisers in the UK face an image problem involving over-zealous solicitations, their problem pales in comparison to this week’s American version. On Tuesday the U.S. government’s Federal Trade Commission and attorneys general in all 50 states and the District of Columbia filed suit against 4 cancer charities […]

Learn More May 21, 2015

Paving The Way For Empty Fundraising Mailboxes

The watchdog Charity Navigator is changing its rating rules to penalize nonprofits who fail to provide an ‘opt-in’ process for the rental or exchange of their donors’ names. The rule, announced on CN’s blog, goes into effect ten days from now on March 1st for charities they review. To qualify for the full CN blessing […]

Learn More February 18, 2015

Need Something To Be Thankful For? Back To St Joseph’s Indian School.

About a week ago I wrote about this story in The Nonprofit Quarterly: “Group Uses Fictitious Children to Boost Fundraising: Poverty Porn?” I guess the title itself suggests that publication’s verdict! Our commenters were more tolerant. Said Chip Heartfield: “It is not clear if the stories are composites or represent one child whose real name […]

Learn More November 26, 2014

Your Views On The ‘Trick Or Tweak’ Debate?

Could you resist reading an article titled: “Simple tweak could nearly double the amount you give to charity”? And what would be your first expectation of what that ‘tweak’ might be? A matching gift offer? Some design/creative gimmick? A breakthrough premium? Use of a video? A magic word in the email subject line? Well, the […]

Learn More November 18, 2014

Lessons ‘The Ice Bucket Challenge’ Can Teach Us All

When producers of TV talk and cable news shows score an extraordinary guest appearance, it’s called a ‘get‘. Well, last Friday Tony Martignetti’s Nonprofit Radio scored fundraising media’s equivalent of a huge ‘get’ — an interview with Barbara Newhouse, the CEO of the ALS Association, better known to most as ‘The Ice Bucket Challenge’ people. […]

Learn More October 6, 2014

Beware The BIG LIE

Editors’ Note: This is the last of a three-part series on how some politicians and their special interest supporters, through the use of fundraising regulations,  are attempting to intimidate and discredit nonprofits that oppose them. Part One — Beware: Oklahoma’s Mini-Nixon Part Two — Anatomy of a Smear Campaign A key player in the drive […]

Learn More August 13, 2014

Anatomy Of A Smear Campaign

Editors’ Note:  This is the second of a three-part series on how some politicians and their special interest supporters are attempting to intimidate, discredit and destroy nonprofits that oppose them through the misuse of fundraising regulations. Here’s part one: BEWARE: Oklahoma’s Mini-Nixon. A sinister move is now underway by Oklahoma’s attorney general and his special […]

Learn More August 12, 2014

BEWARE: Oklahoma’s Mini-Nixon

Editors’ Note: This is the first of a three-part series on how some politicians and their special interest supporters are attempting to intimidate, discredit and destroy nonprofits that oppose them through the misuse of fundraising regulations.  Saturday the 9th marked the 40th anniversary of President Nixon’s resignation for abuse of power and process. Sadly, on […]

Learn More August 11, 2014

CEO Compensation: Value vs. Price

For some inexplicable reason, Tom let our subscription to Air Force Times lapse. Nonetheless, a Tweet from @nonprofitnews alerted me to an Air Force Times ‘exclusive’. Important in terms of the questions it triggers. The Agitator never sleeps. Headlined, Nonprofit CEO Cashing In On Religious Freedom Campaign, the paper breathlessly announced that Michael (‘Mikey‘) Weinstein, […]

Learn More July 7, 2014

How To Talk To Donors About Fundraising Costs And Ethics

I have no idea how much traction the CNN story on the New York Attorney General’s settlement will get. Nor whether it will trigger any, many or no donor inquiries to your organization or your clients. Nonetheless, good Boy Scout that Tom is, I’ve adopted his motto:  “Be Prepared.” So, here’s some Agitator advice on […]

Learn More July 3, 2014

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Ask A Behavioral Scientist

    Behavioral Science Q & A

    Q: As a designer who works with non-profits on fundraising strategy, I see the language like the following: “Our supporters help empower every girl, ensuring she has the resources she needs.” I do not think the word “help” is useful–I think “Our supporters empower every girl, ensuring she has the resources she needs. ” is much more engaging. Thoughts?

    Whether “help” is more engaging or not really depends on the framing and context. The word help can sometimes weaken the perceived agency of the supporter, making their role feel secondary rather than central (your point). On the other hand, help can also signal collaboration rather than implying full ownership of the outcome, which might […]

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    Q: We started offering a donor cover option last april 1. The data to date suggests this may be dampening giving.eg. those who say yes to donor cover have a lower average gift (based on analysis of 6000+ gifts). I’m wondering if those who give lower gifts feel more guilt and therefore say yes to donor cover or if the presence of donor cover is making people adjust (lower) their gift size to accommodate the extra 3%. Would love any insights you have.

    Great question! Here’s how behavioral science can help unpack what might be happening: Pain of Paying: Even a small extra charge can make giving feel more transactional than emotional, potentially reducing generosity. Fairness Concerns: Some donors might perceive donor cover as a surcharge rather than a contribution to the cause. If they feel the charity […]

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    Q: When writing an appeal, I waffle back and forth between writing “Your gift CAN…” or “Your gift WILL…” Any studies of which of these two words is best for an appeal?

    The choice between “Your gift CAN…” and “Your gift WILL…” taps into the psychological framing of certainty vs. possibility. Currently, there is no academic research directly comparing these two framings in charitable appeals. However, I suspect no framing is universally better—the outcome likely depends on your target audience and the campaign’s goal. Here are some thoughts: Certainty Framing – […]

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    Q: Do you have any insight on whether integrating an individual giving appeal with other comms from the charity in both appearance and messaging can uplift results? Or does the actual appeal become ‘lost’ for lack of stand-out?

    Integrating an individual giving appeal with other communications from a charity can have both positive and negative effects, and the outcome largely depends on how it’s executed. Advantages of Integration Brand Consistency: Maintaining a consistent appearance and messaging across all communications can reinforce the org’s brand identity and strengthen brand recognition and trust among your […]

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    Q: Is there any research on response rate impact in direct mail when referring to a sustainer gift as ongoing or recurring (catching all frequencies) v. monthly or annual?

    I’m not aware of any in-market tests specifically comparing recurring vs. gift frequency language. I suspect the answer might not be the same with all gift frequencies, nor with all people. It sounds like a great opportunity for you to test and find out what works for your audience. Based on the literature, here’s a couple […]

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    Q: A major conservation nonprofit sends me lots of mail, many of which have on the envelope “time to renew” or “2nd notice.” I find this practice deceptive, especially as I haven’t given to said organization since 1997. It must be effective or they wouldn’t do it. But is it ethical?

    Based on what we know from existing data, those renewal notices can actually be pretty effective in getting people to donate. They tap into our psychology – creating a sense of urgency, reminding us of past support, and using personalization to make the message hit home. They’re playing on our natural tendencies to feel obligated […]

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    The Agitator Tool Box

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